The 30 Second Elevator Speech...What's in Your Toolkit?

I've found myself in varied situations lately, from networking events to shopping at the grocery store to hangin' with the fellas meeting their friends. Sometimes my radar is on, sometimes not but my personality is such that I'm always aware of someone else's comfort and engagement in a conversation. Whether I'm actively looking to convert someone into a prospect or I just need them to pass the chips and salsa to this end of the table, I wouldn't want to exclude anyone.

I have noticed my elevator speech has evolved over the years, primarily because I listen to everyone else's routine. Sometimes I modify what I hear, sometimes I yawn like the MGM lion (yes it's a yawn, not a roar). Listening is key. So, what I've done is actually preface my speech (often just a few quick sentences) with preparatory questions. I'm usually the first to ask "what do you do?". Inevitably the question comes back in my direction.

So like a good listener, I tend to ask a lot of casual questions. I'm not a very good snake oil salesman but I am genuinely interested in what the other person has to say. Often this even helps me modify my shtick by incorporating what they've said, just to validate the fact I was indeed listening. However, in Southern California most people know about the state of our market. It's all over the media, even planted in the front yards of every neighborhood. So my speech often comes on the heels of what my audience is already aware of. Note: It really is a great time to be selling real estate in SoCal.

Without further adieu, when asked "So what do you do?", here's one of mine:

"You know a little about the tremendous amount of foreclosures in San Diego, right? (Yes.) And the trouble a lot of homeowners are in, yes? (Yes!) Well I'm a REALTOR®that helps homeowners avoid foreclosure AND I've helped many first time buyers purchase a home they couldn't afford two years ago. Do you know anyone in either of those boats?

Most of the time they do, and the door is open...

As a good student, I'd love to hear yours - I'm always open to improvement. Anyone have any suggestions? Please share!

Hi Sheila, if we're good students of sales, it shouldn't take much work. You're already a good conversationalist, look how many years you've been in the biz! The part that was tough for me was sometimes thinking quick, on the fly. That's why I remind myself before going into a social setting. Good luck. Md

Thanks Lara, good points. I'll do my best not to sound like I'm reading from a script. What I think I hear you saying is bond with them a little, yes? Connect with them on a personal level? If that's what you meant, I'm with you. If what you meant was improve my personality, I can do that too. Like I said, I'm open to improvement.

I like the way you ask them a question about themeselves then the converstion flows back to you so you can use the 'speech.' What a good way to frame the current market. May I include this in my next real estate class? (I am real estate instructor.)

Great stuff Marvin. I like the elevator speech concept. Quick and to the point. Mary Yonkers brought your post to my attention. I think I am going to add this to my tool kit for sure. I flagged your post to be featured someday. Thanks again.

Erik - Thanks for the thoughts. Our business is based on building relationships, right? I figure if we approach prospects from their perspective, they'd be open to helping us help them, if that makes sense. Happy Wednesday. Marvin

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